For this moduleâ€™s assignment, you will develop four questions to obtain information about Alice Jonesâ€™ personal interests in the bargaining session. Be sure to include four types of questions: open, closed, leading, and alternative. It is also important to keep in mind the potential impact of these questions during the negotiation session. How will they be perceived? Will they seem manipulative?
Barrett, D. (2014). Leadership communication (4th ed.). New York, NY: McGraw-Hill.
Kreitner, R., & Kinicki, A. (2013). Organizational behavior (10th ed.). New York, NY: McGraw-Hill Publishing.
Morand, D. (2001). The emotional intelligence of managers: Assessing the construct validity of a nonverbal measure of people skills. Journal of Business and Psychology, 16(1), 21â€“33.
Opresnik, M. O. (2014). The hidden rules of successful negotiation and communication: Getting to yes! [Skillsoft Books24x7 version]. Retrieved from http://common.books24x7.com/toc.aspx?bookid=76725
Paul, R., & Elder, L. (2006). The thinkerâ€™s guide to the art of Socratic questioning. The Foundation for Critical Thinking.